Even after celebrating out tenth anniversary as a compliance consulting company, we continue to see new issues that surprise us. For example, one dealer gave the keys to a repo agent, who had what appeared to be a legitimate order from one of the cap

When you read the forward from the book: “Marketing Used Cars” written by Paul G. Hoffman and James H. Greene, which is the article for this month, it will amaze you that absolutely nothing has changed in sound business principles in our

In my last column, I suggested that “provisioning” is a more apt description for determining the types of vehicles that are appropriate for a dealership’s inventory and marketplace. I like this term as a replacement for “stocking” because i

I was training with a dealer group the other day, and during a break the Internet managers were jovially reminiscing about the days – way back in 2003 and 2004 – when dealers were still not sure they even needed a website. I was working for Deale

It’s no secret in the auto industry that profits on new vehicle sales have been nonexistent the past several years. In fact, according to the National Automobile Dealers Association, automotive retailers have lost money on new vehicle sales for fiv

The two biggest obstacles used car sales persons face now – and have for decades – are credibility and product knowledge. Outside of politicians there is probably no other profession with less credibility than the used car sales person. N

Last month I visited a dealer-client to conduct a full-day, deep-dive into their digital marketing and Internet sales processes. The store had been reporting erratic results (up a little one month, down a lot the next), which is usually indicative of

It’s no mystery why many dealerships can’t effectively move the sales needle in their used vehicle departments. The fact is, it’s harder than ever to find used units that are “right” for a store’s market area and profit goals, let alone f

I’ve been taking digital photos of cars and putting them on the web for more than 16 years.  There are many ways to take a poor vehicle photo, but fewer ways to take a fantastic photo.  Most of the photos I’ve taken have been acceptable, maybe